John DeRosa - Escape the Price-driven Sale

By Evelyn Witterholt, RCS Reporter. 

Learn from John DeRosa about how you can enhance your sales techniques and get a “closer’s mindset.” 

In Season 4, Episode 12 of Roofing Road Trips, RCS President Heidi J. Ellsworth speaks with John DeRosa, director of contractor training and business development for SRS Distribution, Inc., about his top sales strategies. 

John has been working at SRS Distribution for six years now helping their customers be more successful businesspeople. He works with contractors by helping them develop sales techniques and processes that increase the number of sales they make. Rather than calling the work he does ‘training.’ John prefers the term ‘coaching.’ 

“I did a talk at the IRE this year that was called Stop Training and Start Coaching,” John said. “I really have discovered that I think a lot of the weaknesses that we have on the sales side with our customers or the fact that we have entrepreneurial and strong business-minded managers, is that they're not coaching people.” 

John says that strengthening sales skills takes a lot more work than showing someone a PowerPoint. He’s all about coaching people by guiding them through their process and working with them to shift their mindset to that of a closer. One way he recommends getting into this mindset is by almost detaching from the close of a sale. 

“I know it seems like an oxymoron, because the outcome, the close is what we're all there for,” John says. “But really the more I focus on the customer, the more I focus on what they want, the more I focus on delivering and selling them the experience that they're saying that they wanted, the easier it's going to be for me to get that agreement.” 

Listen to the entire podcast to hear more of John’s tips and tricks on closing sales.

Learn more about SRS Distribution, Inc. by visiting their RoofersCoffeeShop® directory or visit srsdistribution.com.